Commercial Account Executive

As a Commercial Account Executive, you will be responsible for managing a territory's deal cycles from generation through to close across both new and existing business across Australia and New Zealand. 

While this role is not a managerial role, it will include strategising with the Sales Development Representatives and other Account Executives in that territory. You will be the primary contact with higher-tier revenue customers and have the responsibilities of demoing Pendo's platform, providing technical assistance, successfully navigating a proof of concept, and negotiating contracts. As a Commercial Account Executive, you will be accountable for developing the plan that will lead to hitting your territory goal, with the full assistance of the company to make you successful. 

Role Responsibilities:

• Drive New Business Growth: Own the full sales cycle from prospecting to close, focusing primarily on landing new customers across Australia and New Zealand.
• Pipeline Generation: Build and manage a robust pipeline through outbound prospecting, networking, events, and collaboration with the sales development team.
• Territory Ownership: Execute a territory plan to identify and prioritise key accounts, industries, and market segments for growth.
• Consultative Selling: Understand customer challenges and align Pendo's platform to deliver measurable value for product-led organisations.
• Cross-Functional Collaboration: Partner with internal teams including SDR, Customer Success, Legal, and Product to ensure seamless execution and customer satisfaction.
• Renew and Expand: Manage a small book of existing customers, ensuring successful renewals and identifying expansion opportunities where appropriate.
• Forecast and Execute: Maintain accurate forecasting and pipeline hygiene in Salesforce and Clari, providing visibility into deal progression and risk.
• Regional Engagement: Represent Pendo at industry events, conferences, and customer meetings to strengthen our brand presence in the region.

Minimum Qualifications:

• 2+ years of experience in SaaS sales, ideally in commercial or mid-market segments.
• Proven track record of new business success, consistently meeting or exceeding quota through proactive pipeline generation.
• Experience selling into the APAC region, with familiarity in Australia and New Zealand markets preferred.
• Strong consultative and value-based selling skills, with the ability to align technology solutions to business outcomes.
• Excellent communication and presentation skills, capable of engaging senior-level stakeholders.
• Experience managing a full sales cycle including prospecting, discovery, negotiation, and closing.
• Proficiency with Salesforce, Clari, and other modern sales tools.

Preferred Qualifications:

• Demonstrated success in a small, agile team environment where initiative and adaptability are key.
• Experience selling product-led growth, analytics, or customer experience solutions.
• Entrepreneurial mindset, comfortable experimenting, learning, and iterating in a growing region.
• Strong organisational skills with the ability to prioritise multiple opportunities effectively.
• Willingness to travel across Australia and New Zealand as needed

EEOC

We are an equal opportunity employer and believe having diverse teams where everyone brings their whole self to Pendo is key to our success. We welcome all people of different backgrounds, experiences, abilities and perspectives.

Accessibility

Pendo is committed to working with, and providing access and reasonable accommodation to, applicants with mental and/or physical disabilities. If you think you may require an accommodation for any part of the recruitment process, please send a request to: All requests for accommodations are treated discreetly and confidentially, as practical and permitted by law.

Compensation

Our salary ranges are based on paying competitively for our size and industry, and are one part of many compensation, benefits and other reward opportunities we provide.

Individual pay rate decisions, including offers made within and over the expected salary range, are based on a number of factors, including qualifications for the role, experience level, skillset, and balancing internal equity relative to peers at the company.

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